Impact of Succession Planning on Sales Force Performance Under the Mediation of Human Resource Management Practices In Pakistan
DOI:
https://doi.org/10.56976/rjsi.v3i1.27Keywords:
Succession Planning; Human Resource Management; Sales Force; Human Resource PracticesAbstract
The aim of the study was to assess the effect on sales force performance in Pakistan of succession planning through mediation of human resources. To relate the constructs, a research model was developed in which three relations were hypothesized to be positive and significant. Data was gathered from 450 managerial level employees in the textile sector of Pakistan. There was a cross-sectional analysis. At the person level, an analysis unit was managed. The analysis of data was conducted through techniques such as descriptive statistics, chi-square test, correlation analysis and regression analysis. The results of this study could be used as references for future succession planning. This study has contributed to the existing literature as it has found that there is positive relationship between succession planning and organizational sales force performance. It has also contributed and found that human resources practices have a positive impact on the organizational sales force performance. The overall finding of this study is therefore that succession planning by human resource activities has a positive effect on the performance of the organizational sales force.
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